As a solar installation salesperson, you’re naturally excited by the growth of the industry.
For example, Americans installed enough solar panels in 2022 to power 22 million homes. And that number is expected to grow in 2023 and beyond.
With so much opportunity, there’s never been a better time to create a solar leads sales plan. This allows you to reach more prospects, improve your sales pitch, and ultimately close more deals.
5 important aspects of a solar leads sales plan
Before we discuss the five most important aspects of a solar leads sales plan, there’s something to remember—your plan can and should change over time.
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If you’re not staying current with the industry and adjusting your strategy to match your customer’s needs, you’re more likely to get left behind.
With all that in mind, let’s talk about the five aspects of a solar leads sales plan that deserve the most attention.
1. Know your target audience
Identifying your target audience is a critical aspect of any successful sales plan—and solar leads are no different.
Your plan should involve researching and analyzing potential customers who are likely to have an interest in solar panels, along with the financial means to make a purchase.
For example, your target audience may be residential customers looking to reduce their monthly energy bills. Another example is commercial customers who want to save on energy costs and/or reduce their carbon footprint.
Tip: Narrow your target audience to start, as you don’t want to spread yourself too thin.
2. Have a lead generation strategy
Once you know your target audience, the next question is simple: how will you generate leads?
While the question itself is simple, the actual process is easier said than done.
For many solar sales reps, lead generation is a trial-and-error process. The more time you spend on this activity the more you’ll understand what does and doesn’t work.
Cold calls and cold emails are among your best options, but a sound online marketing strategy also has a place. This includes but is not limited to tactics such as search engine optimization (SEO), pay-per-click (PPC) advertising, and social media marketing.
These methods can help you reach a large audience of potential customers who are actively searching for information about solar panels.
You can then funnel traffic to your website, share your knowledge, and provide your audience with several options for getting in touch.
3. Define your sales process
A well-defined sales process helps you effectively manage leads, enhance customer engagement, and increase the likelihood of closing a sale. Let’s look at some key steps to consider when defining your solar leads sales process.
The first step in any sales process is to qualify leads. Understanding your target audience will save you time in this step, but it’s still critical to the process.
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There’s no shortage of ways to qualify leads. You can do so based on budget, level of engagement, and purchase timeline.
Once a lead has been qualified, don’t hesitate to make initial contact. This can be done via phone, email, or in-person consultation.
During the initial contact, introduce yourself, provide a brief overview of your product or service, and ask questions to better understand the prospect’s needs and concerns.
Following up with leads is an important part of any sales process. It’s important to stay in touch with leads, answer any questions they may have, and provide additional information or resources as needed.
Talk to each lead about the best way to follow up with them. Some prefer email, some prefer to phone, and others prefer text. It’s good to know (and to save in your CRM).
Closing the sale
The final step in the sales process is to close the sale. This involves presenting your product or service in a compelling way, addressing concerns or objections, and providing a clear plan of action.
4. Know your value proposition
A value proposition is a statement that clearly communicates your product or service’s unique benefits and value to potential customers.
A unique value proposition is what will set you apart from competitors. It’s not good enough to explain to prospects that solar panels will save them money and reduce their carbon footprint. Every salesperson with every solar company can say the same.
Additional ideas include customized systems, backup solutions, and smart home integration. Show your audience why your solution is the best, not just another option.
Consider the following elements when pinpointing your value proposition:
- Identify your unique value proposition (see above)
- Understand your target audience and how it aligns with your value proposition
- Have a plan for communicating your value proposition
- Test and refine your value proposition as necessary
Overall, it’s pretty simple. By creating a strong value proposition, you can differentiate your solar product or service from your competitors, communicate the unique benefits to prospects, and ideally close more sales.
5. Buy solar leads
Maybe this is a big part of your sales plan. Or perhaps it’s a sliver of your overall approach (at least for now). It doesn’t matter how much you rely on buying leads right now, as long as it’s on your radar for the future.
- Select a lead age range
- Select a state
- Use additional geographical filters
- Decide how many leads to purchase
Aged Lead Store can help supplement your lead pipeline
When combined with other forms of lead generation, buying leads can help you maintain a full pipeline.
If you’re new to buying solar leads, visit our FAQs page to learn more about the process. You may be surprised to find that it only takes a few minutes to purchase high-quality, affordable leads in bulk.
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